Book Description

Leverage -- the real or imagined advantage one holds -- is the most important tool in a negotiation. Anyone who wants to consistently win at the negotiating table needs to master the art of gaining and maintaining leverage. This book helps readers maximize their negotiation skills by showing them how to recognize and use these often hidden trump cards. The book includes self-assessments and sample negotiations and offers strategic guidance on:

• international negotiations,
• multiparty negotiations,
• negotiations via e-mail,
• leverage and ethics,
• decreasing the amount of leverage held by the other party,
• managing emotions and using them to one's advantage,
• much more.

"Leverage" provides insightful advice and suggestions designed to increase mastery of this indispensable component of all negotiations. (www.amazon.com)

Book Description

The word "negotiation" is rooted in the Latin negotium, meaning "not leisure" (as in, that which is not leisure is business). In Old French, "negociacion" meant "dealing with people." Both definitions, though archaic, are right on the mark because the fact is that all dealings between people -- whether social or business -- constitute negotiation.

The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn:

• the "golden rule" of negotiation,
• three fundamental questions of negotiation,
• when not to negotiate,
• eight behaviors of star negotiators,
• much more.

This book will help anyone -- even unnatural negotiators -- triumph at the bargaining table. (www.amazon.com)